NDITC NEW DEAL INK TONER COMPANY 2011 unemployment 38 top secret mind triggers nditc survival stability success hr human resources superior management techniques

By Gregory Bodenhamer
NDITC FORTUNE 100 Specialist
EMAIL GregoryBodenhamer@Live.Com

PERSUASION
PRINCIPLES & TECHNIQUES
The charting of the 38 Mind Triggers or Mind Activators are the
keys to every treasure in the known world. Imagine being able to
start a thought in another human being. Imagine being able to set
off a chain of thinking which starts a chain of actions concerning
other people around the world.
The Creator 38 Mind Triggers are the cause or reason for about
97% of all human thoughts and actions These internal mind or
actions.
brain switches are the root cause for all failure and most of all the
success in the world. You will have the power to make things
happen through other people or in other words bring about
actions of other people by your design. This information is
provided to you to endow you with the power of good and impart
to you a chance for greatness. By Gregory Bodenhamer

PERSUASION
Persuasion is a form of social influence. It is the process of guiding
oneself or another human toward the adoption of an idea,
attitude, or action by rational and symbolic (though not always
logical) means. Rationality is originally the exercise of reason, the
way humans come to conclusions when considering things.
Rationality is equated with behavior that is self‐interested to the
point of being selfish The psychology of reasoning is the study of
selfish.
how people reason, often broadly defined as the process of
drawing conclusions to inform how people solve problems and
make decisions. It is at this intersection of psychology, philosophy,
linguistics, cognitive science, artificial intelligence, logic, and
probability theory all combine within the 38 Mind Triggers and the
12 Human Absolutes. By Gregory Bodenhamer

PERSUASION
Compliance is when p p appear to agree with others, but
p people pp g ,
actually keep their dissenting opinions private. It’s when you agree
with your boss until he/she leaves the room. Identification is
when people are influenced by someone who is liked and
respected, such as a famous celebrity or a favorite uncle and
maybe you in the future. Internalization is when people accept a
belief or behavior and agree both publicly and privately. People
understand that most of the time you agree with the ownership,
executive staff or managers and supervisors most of the time, this
g p ,
is called compliance. Most people do what they’re told and of
course this positions their life of follow the leader. You want to
become the leader and have others follow youyou.

PERSUASION
You want to become the p person that can influence another human
being. You want other people to identify with you which always
starts with a mental journey first. We’re going to show you how to
create trust which always leads to affection which always leads to
trust, affection,
love of another human being. You can become the celebrity
manager, owner or supervisor in less than 90 days. Once you
understand the 38 Mind Triggers you realize the people that trust
you develop a faith, belief and confidence in everything you say or
do. Other people, by individuals at first, then by the dozens, then
p p , y , y ,
grows to hundreds and even hundred of thousands become your
TRUSTORS. You have to be cautious when other people trust you
because the willingness of one party (trustor) to be vulnerable to
the actions of another party (trustee). By Gregory Bodenhamer

PERSUASION
Your TRUSTORS become y your FOLLOWERS and they q y quickly create
y
other trustors or followers of you. In addition to the social
influence, in organizational business settings, trust may have a
positive influence on the behaviors perceptions and
behaviors, perceptions,
performances of another person. Trust is also seen as an some
form of economic lubricant, reducing the cost of transactions,
enabling new forms of cooperation and generally furthering
profitable business activities, individual or group employment and
p p y
prosperity. When you create enough trust in other human beings
y g g
your employment or wealth creation and prosperity is almost
assured. Trust is the removal of suspicion which is a basic survival
instinct of some event or person Trust is an economic agent used
person.
by companies and government. By Gregory Bodenhamer

PERSUASION
Trust is the invisible bonding g
HIGH
agent between people. You must High Trust
VALUE
now consider trust as a business
or personal asset as you would
with any other resources. Trust is
the principal of success and $
wealth. You create trust that is
centered in another persons
mind. Like any other resource
y
you can distribute your trust LOW
wealth to create economic Low Trust VALUE
development.
development

PERSUASION
Personal boundaries between p p are g
people ,
guidelines, rules or limits
that society created to help keep us safe. You can’t get too close to
another human being unless you’ve been invited. These personal
boundaries were made by law but the real personal boundaries are
powerful creator forces. The magic of instincts assures you that all
people are the same, by instinct. Civilizations have created laws to
teach people how to behave regardless of their instincts. Laws have
created what is seemingly safe, reasonable and permissible ways for
y
you to behave around another human being. These laws represent
g p
some attempt to teach you the right way to behave vs. the
instinctive creator way. This is a good example of culture trying its
best to cover up or bury creator laws You can cover up instincts but
laws.
they are never removed. By Gregory Bodenhamer

PERSUASION
Personal boundaries or safe boundaries were shaped by your creator and are now twisted and formed into rules and
laws. The closeness of another human can be felt emotionally just like you feel the heat from a candle as you move
laws
closer and closer. You emotionally feel other people when their very close and it requires trust from both people. You
keep strangers at a far distance to remain safe and pull people you trust closer and closer. The TRUST factor allows
you to bond and associate at the most personal levels. Once the trust is established you become close.

TRUST Friend Friend Professional Safe
Distance Distance Distance Distance

Opposite Same Opposite Boss Stranger
Sex Sex Sex
DANGER

Once the Personal boundaries have been removed by trust the personal and professional relationship
creates opportunities and higher and higher trust levels. People bond or unite based on trust that
always leads to affection which always leads to love. Love is a devotion or a fondness or another
irresistible human being. Love conquers, overcomes and surmounts any obstacles.

PERSUASION
To ppersuade another p y p
person there are very specific mind triggers gg
that you must understand and properly employ. As you properly
employ the 38 Mind Triggers and the 12 Human Absolutes you will
bring into play the most powerful human instincts and emotions
that have been discovered. To properly apply you must understand
that you cannot exploit or manipulate others to do wrong. You are
going to be able to draw on the indivisible power of the creator to
put into effect your own positive and productive desires.
Bringing to bear these powerful and emotional methods is a
g g p
stratagem to help other people that will help you. The hazards are
very real and you must use caution. As you help some you may hurt
others because you’re going to remove the instinctive security
you re security,
protection and emotional shelters. By Gregory Bodenhamer

Alignment
PRODUCT SERVICE PRICE SALE
YES

YES YES YES YES

TRUST AFFECTION LOVE SEX
YES
When everything lines up and there are no YES YES YES YES
more contradictions to cause
disagreements, human thoughts become TRUST AFFECTION
aligned.
aligned When people agree on one point
point,
then they can move to the next and then LOVE SEX
the next. To persuade another human you NO
must remove all the potential YES YES
disagreements.
disagreements Once the disagreements NO NO
are resolved the only thing left is
agreement or alignment. By Gregory Bodenhamer

Amplification
The Magnification
Amplification makes something bigger. Intensification makes
something more important. Magnification makes something very
small look and seem very large. You can make something very small
feel very big in the mind of another person. If you make something
bigger you’re making everything else smaller at the same time. To
increase your power you can move closer. T d
i l To decrease your power
you can move further away. A big idea is more powerful than a
smaller idea. A big problem is much larger than a smaller problem.
People measure by Small, Medium and Large. He is tall! Not really,
the other guy is just shorter. She is so little! Not really, she is
standing next to a Mack truck.

Amplification
The Magnification
Bigger than life. Bigger than reality.
These posts are the exact same size but the one
closest to you seems to be larger. As the distance
increases the size becomes or at least appears smaller.
You’re taller if you stand close to another person. If
you move away you grow smaller and less
threatening. Problems and opportunities are the
same way and can be perceived to be larger than life.
One person can do many things.
One person can do many things
Raising your voice makes a problem bigger.
Lowering your voice to a whisper creates a secret. You can change things by
making problems big or
Standing close creates arousal. small simply by moving
Standing far away creates suspicion. them. You can promote
another person and make
A Promotion makes you bigger. them seem bigger.
A Demotion makes you smaller.
A Demotion makes you smaller


Appeal

If asked very nicely, people follow the rules. If you demand there is
no attraction. If you’re nice , pleasant and make your request with
charm there is an attraction. Charisma (meaning "gift”) is a trait
gift )
found in individuals who are characterized by a powerful
(attractiveness), along with innate and markedly sophisticated
abilities of i t
biliti f interpersonal communication and persuasion. Y use
l i ti d i You
your personal being to interface with another human in a personal
and direct manner. If you answer the phone in the general office
everybody will answer the phone. If you talk about making money
everybody will talk about making money. You make an appeal by
creating some fascination about anything. To attract followers you
must appeal to them, allure. By Gregory Bodenhamer

Arousal
Arousal is important in regulating consciousness, attention, and information processing. Arousal is
A li i t ti l ti i tt ti di f ti i A li
crucial for motivating certain behaviors, such as mobility, that get up and go attitude , the pursuit of
prosperity and happiness or even the fight‐or‐flight response. Without arousal people move to the
point of least resistance. Water flows downhill and so do people. Without a challenge people become
lazy and sluggish at work and at h
l d l ih t k d t home.
Arousal keeps a human alert and smarter at the same time.
Looking at these paths of mountain climbers the stimulated
STIMULATED AROUSED climber found and utilized the shorter and better
way. The diminished climber, not excited, no arousal,
NO AROUSAL
NO AROUSAL
continued to make poor d
d k decisions. Arousal l d to increased
l leads d
heart rate and blood pressure and a condition of sensory
alertness, mobility and readiness to respond. You can create
arousal, with great caution, as this activity normally results in
sexual arousal and physiological changes in the aroused person,
p y g g p ,
some of which are pronounced while others are more subtle.
You want to create arousal to the point of sexual arousal being
careful not to cross the boundary of actions, deeds or activities
that may be deemed as sexual. You want maximum value of
arousal without crossing the edge into sexuality
sexuality.


Association

When your thoughts are connected or there is an alignment you can
start making further connections. Your mind volunteers to associate
from thought to thought. Once you think and agree on one thing
you can connect to the next thought. Association is a widely used to
bring people together. The smell of a fresh baked apply pie may
bring back
b i b k an id of h
idea f home as a child. Th smell i now associated
hild The ll is i t d
with your childhood home. Your Childs school grade of “C” may
connect you back to your own “C” in elementary school. Your mind
associates one similar thought to another similar thought. One
thought waits for some alliance with a new thought. Your old
thoughts are stored in memory in case you need to recall them for
some current use. By Gregory Bodenhamer

Association

When you search your memory, your mind is searching old thoughts for comparison and
association with some new thought, some new image, a new feeling , a recognizable smell,
a noise that sounds familiar to create a brand new mental association. Your memory is a
warehouse of remembrance for everything you have experienced in life
life.
Long‐term memory can Encoding or Receiving and
store large quantities of Encoding, Receiving. Permanent Storage along
information for potentially with Recall or Retrieval is
unlimited duration all contained in one
(sometimes a whole life magnificent system as
span). Its capacity is Storage Permanent part of your brain. This
immeasurably large. means that you can input
some thought and
associate it with a stored
thought to associate it
Retrieval Recall with a new thought
pattern. You can create a
chain of thoughts by
association.

Association
If I own a restaurant I can post a full color poster of a piece of hot apple pie and therefore
t t t f ll l t f i fh t l i d th f
you will think of hot apple pie. If you enjoy hot apple pie, verified by memory, you may
buy a piece of my pie. If we input, “you’re going to make a lot more money if we get this
account” we have created an association and arousal (a positive consequence) to make the
( p q )
best sales presentation, you’ll try your best, work late and do just about anything to get the
sale. If we say you’re going to be terminated if the company doesn’t get the account you’re
going to work just as hard to win but, we have (created a negative consequence). If you fail
the history test no play station (negative) If you pass the history test I’ll buy you a new
test, (negative). I ll
play station (positive consequence).
The idea is to insert a thought to connect to
another stored memory thought, association.
If we put in the exact thought we can almost
predict what a person will think. If you can
forecast what people think you can foresee what
people will do.


Assumption

Assumption is a best guess. You may assume something is true or
false by taking for granted that the information you have is true and
reliable. You suppose or assume and believe so therefore you make
an assumption. Often times, acting if something is true, makes it
true over time, even if its false. The more you say something it
becomes t
b true at some point. Th more people h
t i t The l hear X f t at some
fact t
point it becomes true. Humans assume much. I’ve heard it on the
news, read it in the newspaper and at church on Sunday so
therefore it must be true. Everybody says that “Bobby was caught
speeding” so therefore it must be true. Your wrong assumption is
powerful and spreads to other people. You can start assumptions
that become true. By Gregory Bodenhamer

Assumption

Rumors, gossip and chitchat is a great water‐cooler example of an assumption becoming true.
We’re going bankrupt. It’s my shot. This is a great company

We’re losing 50 people. It’s my big chance. I could get rid of some bad employees.

I mailed my resume. No more resume mailing.

We got bought out. We’re going to buy XYZ I bet.

The Rumor M hi i a powerful
Th R Machine is f l
tool. A rumor defined is "an
unverified account or explanation
OFFICE MEETING OFFICE MEETING of events circulating from person
to person and pertaining to an
p p g
object, event, or issue in public
“Sorry to keep you waiting, I was “We’re looking for a new vice‐ concern“. You can start
on the phone with corporate, president after we shut down the assumptions and people will
we’re going to close the 4th street 4th street building” assume they’re true. If production
building
building” doesn t
doesn’t go up we’re closing the
we re
NDITC FORTUNE 100 Specialist building on 4th street.

Attention

Attention is the cognitive process of selectively concentrating on
one aspect of the environment while ignoring other things.
Attention has also been referred to as the allocation of processing
resources. If you don’t have their attention, they’re not with you.
You can start and stop another persons mind. For a fraction of a
second you can f
d force yourself i t another person mind and h ld or
lf into th i d d hold
rent a piece of their mind, rent free. It’s a powerful proposition to
understand that you can enter a persons mind, hold a position, and
make them think almost anything you want. Don’t think about a
pink elephant. You have been forced to think about the pink
elephant so you cannot think about a pink elephant.

Attention

Your mind can only think of one thing at a time. Close your eyes,
silently count to ten, say your name out loud. You will quickly notice
that you stopped counting. When you said your name out loud your
mind changed and allocated all your processing capacity and
resources to voicing your name out loud. This means that you
stopped processing th silent counting t say your name. Y can
t d i the il t ti to You
make people stop thinking about one thing and start thinking about
another. Again, if we control what we think, we control what you
do. People love to brag about multi‐tasking. I can do ten things at
once! No. You can change thoughts and tasks very quickly but the
reality is that you can only do one controlled process at a time.

Attention

During a sales call. We throw a derby hat through the front door
and everybody stops. We then walk through the door. The hat
hitting their floor stopped them from whatever they were thinking
or doing and when we walked through the door their full
concentration was on us, not other things. The hat flying through
the i t
th air stopped th
d them cold and redirected th i mind on th fl i
ld d di t d their i d the flying
hat event. They had no choice. Your mind has been pre‐
programmed to watch for new things and especially moving things.
We’ve all seen something move from the corner of our eye. The
monster always comes from the left or right, or from behind us,
especially at night. We watch and notice anything that moves,
anything. By Gregory Bodenhamer

Authority

If the boss gives me authority you become smaller. If the boss
listens to my ideas and not yours, you’re smaller. The influence you
have over other people gives you authority. The little metal badge
on a police officers uniform gives them total authority over you by
law. They cannot control what you think but, they can control what
you d Th police b d h j t as much authority as th gun th t
do. The li badge has just h th it the that
the police officers carries in the holster. You don’t know the officers
name but you obey the badge and the gun. This essential authority
has been granted by the police chief and the mayor and is imposed
on you. They are superior thus you must be inferior.


Authority

The owner of the company is superior to the manager. Authority
has the components of compulsion and persuasion. You can use the
word power to replace the word authority. You will gain the power
or the ability to influence or persuade another human being. I can
force you to think about a pink elephant (power) as you would have
never th
thought about unless I h d f
ht b t l had forced you t thi k I made you d
d to think. d do
something that you had no intentions of doing. I exercised power
over your mind. I made you count silently and then say your name.
I can also make you smile. I can also make you sad. I can make you
very happy. I can scare you. Your mind controls everything. Many
things are pre‐programmed that I can start or stop. Your parents
pre programmed
had authority, teachers and preachers. By Gregory Bodenhamer

Authority

You’re familiar with the three types of authority. 1. Legal Authority. 2. Traditional Authority
and 3. Charismatic Authority.
Legal authority comes from governments while traditional authority may
mean T hTeachers, P
Parents, P Pastors and even C
d Consultants which use the
l hi h h
power of traditions, persuasion and influence. You can gain Traditional
authority and Charismatic authority over most any person you decide.
LEGAL AUTHORITY People perceive an obligation to obey authority. People are taught to
obey. Th element of l iti
b The l t f legitimacy i vital t th notion of authority and i
is it l to the ti f th it d is
the main means by which authority is distinguished from the more general
concept of power. Power and authority can be exerted by the use of force
TRADITIONAL AUTHORITY or violence which is why governments constitute armies. Revolutions are
started b people th t h ld Ch i
t t d by l that hold Charismatic P
ti Power which overrides l l and
hi h id legal d
traditional authorities. Your power or authority will come from Charismatic
and traditional authority. You can convince. You can persuade. You can
CHARISMATIC AUTHORITY influence other people with words, smiles, touches and images. You can
influence people around th world f
i fl l d the ld from your li i room.
living

Bonding

Have you noticed that friends trust friends. Human bonding is a
process of steps. Bonding can be described as an interpersonal
relationship . This association may be based on trust, affection and
love or simple liking or even regular business interactions.
Interpersonal relationships are formed in the context of social,
cultural and other i fl
lt l d th influences. Th context can vary f
The t t from f il
family
relations, friendship, marriage, relations with associates, work,
clubs, neighborhoods, and places of worship. Bonding is interactive.
It takes two to tango. You must have some reason to bond with
another human being. Attending the same church. Working within
the same company. Liking the same brand of automobiles. Bonding
is very real and powerful. By Gregory Bodenhamer

Bonding

Once you bond with another human the wall of defenses provided
by nature are lowered or most likely removed. Removing the
defenses opens the door. Once you bond as a friend you stop
defending your position. Friends trust friends. Friends love their
friends. There is an attachment to a friend. Friends never really
negotiate. F i d d what other f i d want th
ti t Friends do h t th friends t them t d O
to do. Once
you become friends you can gain a great deal of support. Support is
an action that can be directed.


Closure

You can close the door of thinking. There is an end of the road to thinking. Thinking starts
at one point and ends at another point. The road of thinking is built or paved by education,
experiences and emotions. Thinking and the closure of thinking is very linear. You start at
A and then move to Z Once your mind hits the end at Z it can only start over at A
Z. A.
Start
If you give the person the ending or the answer
A of the question as you ask the question their
fundamentally done thinking.

End
People have a need for closure. They want to Z
decide and conclude and then move to the next
question, answer or opportunity.


Confidence

If you are confident the people around you will be confident. All
people want to be certain and sure of things. If you can show self‐
assurance, self‐confidence, self‐belief and self‐reliance the other
self confidence, self belief self reliance
people around you will gain the same feelings of firmness. Being
right or wrong has nothing to do with confidence. If you show and
display
di l confidence people b
fid l become afraid t di
f id to disagree or argue with a
ith
person displaying total confidence. Your confidence gives other
people security. Staying safe is the most important thing to a
human being. Confidence also starts the fear factor in other people.
They become afraid to push back against the confident person.
Confidence brings about cooperation.

Confusion

Confusion is uncertainty. Confusion is a loss of orientation much like sailing a ship at sea
without a compass reading. Without direction or course plotting or any point of reference
a person quickly becomes confused. To gain certainty we use maps, time, location,
education,
education experiences and emotional controls If you’re sailing from point A to point X
controls. you re
and find yourself at point T you become confused and also afraid.
LOST To confuse a person is to control a person. A drowning person will truly
grasp at a tiny straw in the water to save themselves. A human will doing
X T anything to save themselves. Cutting off their own limbs to free
themselves. Once people become confused they also become afraid
which hampers their ability to think and process information that may
save them. Place an employee on probation and they become confused
and afraid hampering their own work‐place survival
afraid, work place survival.

A

Consistency

People like consistency between what we think and do. People want
and need all contradictions removed from their thoughts and their
actions. If we can change how you think of something we can
change the way you do things. If hot burns, then hot coffee must be
bad? But you like hot coffee and hot burns. This contradiction does
not provide consistency. P
t id it People want what th d t d t match
l t h t they do today to t h
up with what they did yesterday. People want their prior acts and
statements to match what they may say today. A person might
believe all human life is sacred and should be protected by law but
joins the army the next day and is taught how to kill other people.
One might say that the army kills the people before they kill other
people, thus saving life in general. By Gregory Bodenhamer

Contrast

We notice the difference. White is white and black is black. People very seldom, without
extensive training, look for the lifeless color in between. People make very quick and
simple comparison. The watermelon is firm. It must be a good watermelon. The
watermelon is soft so it must be bad You quickly see black as dark and white as lighter
bad. lighter.
WHITE BLACK
SOFT FIRM
FREE EXPENSIVE
COLD HOT


Contrast

We contrast everything. Tall people are smarter than short people. Overweight people are
in bad health so being skinny is better. Cars lower to the road surface are a lot faster. Red
cars, lower to the road surface are faster than blue cars. We make no absolute measure,
we contrast and then decide at once You are tall because the other person is short
once. short.
People use their perceptions to make
something real vs. using absolute measures
YOU ARE TALL to confirm their opinions, thoughts or
actions. You must be taller because you
appear taller on the stairs than I do?

YOU ARE SHORT


Contrast

When you remove the stairs who is taller? You can clearly see that
I’m the tallest when you take time to allow absolute measure.

I’M TALLER THAN
YOU
YOU ARE
SHORTER NOW


Daring

I dare you to do it. People BRAVERY VALUE People want to be perceived
as brave. Accepting a Dare
accept dares because it’s makes you foolish, not brave.
another way they value their COURAGEOUS People want to have courage,
bravery and fortitude. People
worth.
worth When you dare you are want to be known as the
challenging another person or person that will accept or
remove fear, pain, risk,
provoking them to do danger, uncertainty or
something. Do you have the intimidation.
guts to jump off the bridge? Do BRAVE
you have the courage to break A person that takes a DARE is a
that window? Do you have the person that wants his/her self
value to move up.
nerve to tell off your boss?
People feel that they are forced
to accept a dare. If you cannot TYPICAL
accept the challenge you must
be
b a smaller, weaker or a ti id
ll k timid
person. By Gregory Bodenhamer

Deception
THE BIG LIE
If a person you trust, tells you a lie, and then you tell
ten other people who is the real liar? The deceit of
another human is not that difficult. The harsh truth
is that all people are liars Most people deceive other
liars. TRUE
people by telling half‐truths just like a card trick.
Governments use propaganda. The half‐truth way of
government and business is to tell just enough truth
to make the whole story true. If a person has one
spec of truth they will accept the entire story line. THE BIG TRUE
Remember that people really don’t take the time to
truly measure words, deeds or facts. That one little
true fact makes the entire story real.
Another way of being a liar is simply not to tell the LITTLE LIE
story at all. You know the truth but you say nothing.
People l
P l love secrets.
t

Dependence

I’ve got to have a cup of coffee. Dependence. I’ve got to have a cigarette. Dependence. I’ve got to
have a job. Dependence. I’ve got to have food. Dependence. I’ve got to find shelter. Dependence.
If you need me to buy you a cup of hot coffee, light your cigarette,
type up your resume, drive you to an interview, buy you some
groceries and take you over to the new apartment that I rented for
y , y
you, you’re a dependent. People that are dependent can be
p p p
convinced to do things against their own best interests. People that
are dependent are forced to make judgments and other decisions
that might tend to hurt them Employers can make you dependent
them.
by reducing your income by reducing your working hours. After you
realize your income has been reduced by 40 percent you agree to
move to the night shift to work f ll time h
h h hf k full hours again.

Distraction

Look over there! If I can distract you I did in fact control you. You
have a flat tire! You go outside and look. You have been distracted
and the distraction (Deception) caused you to take actions that
served no purpose. If a person can distract you, he/she can move
around your emotional guarding. Distraction is a diversion of your
attention. Y can only really thi k about one thi at a ti
tt ti You l ll think b t thing t time and d
my distraction is taking your total capacity. With discipline,
education, experience and emotional controls individual distraction
is very difficult. My high concentration levels do not easily permit
distraction. If you have little discipline or have trouble paying
attention you can be easily distracted and deceived very quickly.

Distraction

What makes you look?
Something of great intensity. FIRE ALARM WIN LOSE
Some object of novelty.  PINK ELEPHANT

Something that is attractive.  OPPOSITE SEX

A physical stimuli.  PHONE RINGING FOCUS DISTRACTION
Your have exposed your flank when you allow people to
A thought.  BUY MILK & BREAD
g distract your concentration If you are distracted you will
concentration.
lose the battle, conversation or opportunity. When I distract
you I win. Just as your dentist plays soft music to distract
A emotion.  A FRIEND CRYING
you, you’re able to distract your opponent to better position
your agenda.
A fantasy.  YOUR FIRST JET
Af t YOUR FIRST JET

Evidence

Evidence includes everything that is used to determine or
demonstrate the truth. Don’t tell me about your school grades,
show me your report card. A person cannot deny what they see
with their own eyes. What you see is what you believe. It doesn’t
have to be true or real but if you see it, you believe it. If you don’t
see it f yourself you really not sure if it t
for lf ll t its true. PPeople spend a l t of
l d lot f
time gathering evidence just to make sure what they hear is true or
false. You carry a burden of truth with you all the time. People
demand evidence. Show me the receipt. Give me the coupon. Let
me read the memo. I’ll watch the news. What did Bobby say? I
don t
don’t have the receipt but Bobby showed it too me. This is
circumstantial evidence, worthless. By Gregory Bodenhamer

Evidence

There must be evidence or its just an idea or theory. Automobile dealers; If I show you an
invoice for $25,000 for an automobile you believe it. We’ll show you the factory invoice.
You see the factory invoice and you believe what your eyes revealed. What you don’t see is
the truth The dealer gets a $2 000 rebate from the factory which isn’t shown on page one
truth. $2,000 isn t
of the factory invoice. Humans are limited in knowing. No human knows everything.
If you have a witness who will testify that he/she
FACTORY saw the defendant (dealership) hide the second
INVOICE page this witness gives direct evidence to take
actions against the dealership. Remember you
$25,000 believe what you see. Other people believe what
you show them. School kids could change their
report cards years ago, parents b li d Y
t d t believed. You
believe what you see, you double believe what you
see and touch. If the dealership gave you a copy
you would show it to all your friends. Sure proof
that you got the best deal in history. Even though
y g y g
you have evidence, it’s not true.

Exchange

If I do something for you what will you do for me? People feel an
obligation to return a favor. If you take a free taste of sausage at the
grocery store you feel obligated to buy the product. If you give me a
gift for my birthday you’re going to receive a birthday gift from me.
People believe, by nature, the action of exchange. People trade
things t b l
thi to belong t some group. Th t d i f
to They trade information. Th t d
ti They trade
buying each other lunch. They always trade rumors. You show me
yours and I’ll show you mine. There is a cost of any exchange. There
is a benefit and a cost. People exchange because of the satisfaction
outcome. I will give you money if you do what I say.


Exchange

I will do what you want if you give me X dollars per hour. If you help
another person chances they will help you in the future, thus,
almost like paying a debt. If you help hundreds of people, hundreds
of people will help you. We should also realize that people are
always looking for alternatives. I’m going to work for you at $10. an
hour until th guy d
h til the down th street hi me f $20 an h
the t t hires for $20. hour. P People
l
will break the relationship to accept a better exchange. People want
the biggest apple and they always search for it, without telling
anybody. Offer people a better exchange alternative and they will
follow you and bring their friends. All people exchange goods, ideas,
prestige and even group approval to gain the exchange advantage.

Experience

Experience is an element of experimentation. Experience in conjunction with
education and emotional intelligence and controls, rule you and the world.
There is an old expression “That You Cannot Deny Experience” and it’s 100% true.
If you h your thumb with a h
f hit h b h hammer i your experience that really counts.
its i h ll
Your knowledge, skills, talents, ability, dexterity and even your cleverness
developed what may be called your experience. The observation of other peoples
knowledge,
knowledge skills etc even becomes a part of your experience Watching a person
experience.
swing a baseball bat gives you a suggestion of what to do when its your turn. A
recent college graduate has knowledge but, very little application skills. The
person that swings the bat has the experience People cannot discredit or deny
experience.
your experiences. If you say you climbed the mountain, you climbed the
mountain. Unless another person can provide direct evidence, they were on the
mountain on the same day and time, you climbed the mountain.
y ,y


Experience

Experience requires an involvement. Simply talking about something is not the
same as doing something. Planning is not doing. Learning to drive by reading a
book is just reading a book. Experience requires exposure and the involvement of
doing something. The concept of experience refers to your k
d h h f f know‐how and d
h d do‐
how or procedural knowledge. People confuse book‐knowledge with do‐how
knowledge. When given the opportunity, show people what you can do instead of
talking about what you do If you can hit the ball grab the bat If you can lift three
do. bat.
hundred pounds pick up the weight. If you can hit 99% of your basketball foul
shots hit the court. If you’re a dancer, turn on the music. Your physical and
mental experiences takes into account your intellect thoughts perceptions
intellect, thoughts, perceptions,
memory, emotions, imagination and your will to take actions.


Framing

Not picture framing, context framing. Framing the thought gives it texture and a high degree of
meaning. Meaning depends on context. During your lifetime you have built a series of very real
emotional filters. You use your own history, experiences, education and emotions to filter out or allow
in new knowledge and information. Your mind is always trying to make sense of the world around you.
Your frame of mind is really millions of emotional filters that sorts what you want to retain as true or
safe.
Your past experience eating at this
particular restaurant developed a filter file
or framed the name of the restaurant and
their product as very poor quality,
regardless of the bargain price.
Even at the almost free price range your
filter tells you to stay away because of a
bad experience in the past.
Your mind is telling you no way.


Harmony

People tend to go with the flow. People tend to stay in tune with the
people around them. If you think about a Barbershop group of
singers you get the idea. People want to flow and stay in harmony
with other people around them. If you can take the ride and stay in
the boat, soon or later you become the captain. Harmony means
that
th t another person h made a choice t stay i agreement. Y
th has d h i to t in t You
can gain trust and affection by simply joining in the agreements that
makes up the particular harmonized agreement. Harmony could
also be described as walking in step with other people ideas,
thoughts and action. Fall in line, learn the steps, get the tempo and
in short order you’re the leader of the band.
you re

Hurt & Rescue

Making you uncomfortable is easy. If I throw you off the boat I have
hurt you. Once you’re in the water I could toss you a life line which
means I can also release or rescue you from hurt and harm. People
tend to love the people that save them. If you abandon a person
then circle back and pick them up, thus saving them, you become a
hero or th i champion.
h their h i Words hurt
W d h t and also rescue.
d l
Unpleasantness once relieved becomes pleasantness. If you trip a
person and then pick them up, the person remembers the act of
helping or rescuing. You have to work Saturday night.
Unpleasantness. O.K., you don’t have to work. Enjoyable and
satisfying rescue. You have made a friend. Friends help friends.

Interest

If you are interested, you’ll pay attention. If you are curios you will
pay attention giving the topic your interest. When you are
interested your concentration level and awareness is very high,
well above normal stages. To have interest means you’re willing to
apply your heart, mind and soul. Interest shows concern and
importance. If you show another H
i t h th Human b i i t
being interest, th will t they ill
quickly feel and become important. If you are getting poor results,
there is no true interest beyond some mild curiosity. People pay $10
to go to the circus but they never buy one. People have simple
hobbies but never convert to a money making business. Show
interest and always receive interest back. Pursuit is interest. Activity
is interest. Conversations are interest. By Gregory Bodenhamer

Investment

Humans don’t really care about another humans investments or
other deals because it does not affect them. Other people will
waste your investment while at the same protect their own assets.
People are centered on survival which means they have to save their
investment even though you may lose all your savings.
Having
H i a partner without th
t ith t them giving you a cash i
i i h investment i f ll
t t is folly.
They can walk away and save themselves. If both parties have
something at risk or in jeopardy each partner watches for hazards
and threats. People quickly spend others people money or simply
gamble it away. Your dealings must include an investment of time,
money and emotional connections. An honest partner will protect
while a typical partner will survive. By Gregory Bodenhamer

Logic

If something makes sense to you, it becomes true. Your reason,
judgment and common sense can be quickly distorted by close
friends and other close associates. Based on your education,
experience levels and emotional controls a person can be
hoodwinked easily. If it makes sense, to you. It doesn’t have to be
true or real it j t h t make sense t you. T d i a under‐
t l just has to k to To deceive d
educated person is a lot easier than to deceive a college graduate. If
a person can connect to your experience level they can design plans
to trick and deceive. 1 + 1 = 2 (yes) or ¼ + ¼ + ½ + 1 – 1 + ½ + ½ = 2
(yes). People will give up and accept another persons logic because
they don’t want to admit not knowing. Long legal contracts are
don t
unreasonably long like the equation. By Gregory Bodenhamer

Objectivity

Everything looks different from far away. Objectivity also means
detachment. Detachment means a kind of lack of involvement, even
disinterest or a disconnection. Move away from a problem and it
becomes much smaller. Same problem just a
lot further away.

A problem is trouble and can be a threat. When you’re real close to the
p y
bear that can eat you it’s very frightening. While you’re under threat you
cannot think or decide clearly. Being scared stiff is very true. When you
BIG PROBLEM remove yourself away from a threat/problem your thinking becomes
understandable and clear again. You relax when the threat is moved
g
away and you become tense and anxious when the threat is close. Take a
few steps back and relax. When you increase the distance or the mental
distance you decrease your emotions and increase your natural or innate
ability to be logical and objective. You are not afraid of a bear ten miles
y g j
away. You are afraid of a bear ten feet away. Distance in mind makes you
safer and smarter. By Gregory Bodenhamer

Perception

Nothing is real. Perceptions make your reality. Your opinion about
anything is based on your environment, education, emotions and
experiences. People have perceptions of you. You have a very nice
automobile so you much be rich? Your car payment is now three
months behind and you’re going to be riding the bus next week. The
owner of a company i wealthy? Th owner of th company owes
f is lth ? The f the
three million dollars and sales are down 50 percent. Perceptions are
not really observable. You think something or you see something.
There is a physical bear and a mental image of a bear. Mental
pictures or perceptions can be easily created. When you manage
perceptions you are controlling other people. Paint the interior
walls white, they look cleaner. By Gregory Bodenhamer

Perception

Perceptions are real to you. A college degree is important. Henry
Ford was an elementary failure and could barely read. The
information in the FedEx package is important. The package is
empty. You can create perceptions and also create personality and
character perceptions. You can become a doctor today. Print your
business cards. P
b i d People thi k you are rich if you d
l think i h dress rich. Th old
i h The ld
saying dress for success is a perception trick. You can create the
illusion, false impression or perception. Magic trickery is based on
your perceptions. Tricks are playing on your perceptions. Write a
ten page book and become an author. Build a backyard storage
building and become a contractor.

Perception

Pictures are very real. A picture of you on the White House lawn
makes you very important. A picture of you next to a giant shark on
the dock makes you a great fisherman. Your perceptions alter what
you really see. Perceptions are your camouflage from other people
and you’re an expert. People mask their mistakes and hide their
failures.
f il


Pull

To become successful you have to create a pull or some kind of
attraction or appeal so people will follow you. Human magnetism is
very real. Create the attraction and people will come to see. As
people are pulled closer they are a little nervous but quickly relax
when they realize its safe being close. When they become relaxed at
being l
b i close th start t f ll
they t t to follow and l
d lose th i objectivity as you are
their bj ti it
not a problem. This pull can be words, deeds, gifts, offers of
friendships. Worrying is bad. Remove the worry and create the pull
and the arousal or stimulation to follow. Once a human is on a path
it’s almost impossible to push or pull them away from you. They will
follow your ideas even when they hear other ideas. They will follow
your path, even if another is easier. By Gregory Bodenhamer

Repetition

Over and Over again. Did you learn the A B C’s song by heart? Yes
you did, because every teacher in America made you sing it over and
over and then some more. A learning technique is repetition which
echo’s the same thing over and over again. If something happens
over and over again it must be true. If the boss always comes in at
8:00am it means t you th t h will never come i at 6 00
8 00 to that he ill in t 6:00am. If you
always get paid on Thursdays it means to you that you’ll never get
paid on Friday. You can persuade people by repeating your exact
thoughts over and over again. You must finish by 4:00pm, You must
finish by 4:00pm, You must finish by 4:00pm etc. Do this for three
days then ask people what time they must finish. We must make
money, we must make money etc. By Gregory Bodenhamer

Scarcity

You will do anything to survive. You will kill another person for the
last bite of food on earth. The harsh reality is that the lack of food
keeps you working, keeps you earning and keeps you plowing the
fields. You want what you cannot have. Again, you want the thing
you cannot have. You want the thing that might not be available the
next d
t day. O D S l Li it d Q
One Day Sale. Limited Quantities. Li it d Ti
titi Limited Time Off Offer.
Last One For Sale. Don’t Be Late. If there was only one can of pinto
beans on the shelf, and you hated pinto beans, you would buy them.
Prosperity is abundance. Scarcity is shortage. You would pay $100
for the last loaf of bread. You would pay $100 for the last gallon of
gasoline. You would burn down your house to keep warm. If you
think there is a shortage, you pay more. By Gregory Bodenhamer

Similarity

You like people that look like you. We trust and have confidence in
people that are comparable to our own outer shell. PhD’s are more
comfortable with others holding a PhD. Garage Mechanics hang out
with other mechanics. Plump and round people like other plump
and round people. Similar things make your comfortable. Your mind
says it’ o.k. h i j t lik me. I’ going t b hi di t plan b
it’s k he is just like I’m i to buy his diet l because
he’s so slim and tall. If everybody wears the company t‐shirt they
now look similar which brings people together. If you act and look
like another person your power of persuasion is greatly multiplied.
If a customer likes Ford, don’t tell them you love Chevrolets' . If they
like seafood you should like seafood.

Similarity

There is a concept of sameness. Birds of a feather do flock together.
Similar is not the same as identical. You are a mental presentation
to another person. If you are similar to the other person they
become relaxed. You are a metaphor of a person to a stranger and
they quickly try to measure your size, strength, age, experiences,
education and emotional controls as th i mind i using your i
d ti d ti l t l their i d is i image
before they approach you. Metaphor is the concept of
understanding one thing in terms of another. He’s small so he is
weak. He’s tall so he is smart. He’s fat so he is slow. He’s skinny so
he must play basketball. His wife is 25 years older than he is so she
must have lots of money. I saw his picture in the newspaper he’s a he s
big shot. By Gregory Bodenhamer

Specificity

People always fill in the gaps within any conversation or experience
based on their own individual experience. When another person
offers you a vague statement you fill in the blanks.
Now is the time for all good to come to the aid of their

Now is the time for all good MEN to come to the aid of their COUNTRY.

You complete the thought, using your own education, experiences
and emotions, even while the other person may be talking. What
the other person doesn’t say, you insert your words in the other
persons statement
statement.

Substitution

When you may hear a story from another person, you replace the
people, places and things that you’re familiar with into the store.
You think and dream about things in your life and you substitute
people that you know or want to know inside your thoughts.
You replace one thing with another or substitute. You look at a
stranger and place th
t d l them i your lif Th acquaintance opposite sex
in life. The i t it
becomes your mate. Your mate becomes the stranger. The mansion
on television becomes your home.
You substitute real people, places and things into your fantasy
thoughts about your life. You imagine or visualize what you think
you want vs. what you may have. You make up or dream up events
and people, make believe. By Gregory Bodenhamer

Surprise

Surprise means not expected. Surprise is a form of shock and it’s a
mental bombshell. Something that may astonish, amaze or stagger
can be described as a surprise. A surprise is quick and comes out of
nowhere, thus shock. Your mind, in fractions of a second tries to
interpret or understand what is happening. The time from the initial
shock t understanding i th surprise ti
h k to d t di is the i time.

SURPRISE
NORMAL SHOCK NORMAL


Tension

You will do just about anything to reduce tension. Tension is a stress
or anxiety pressure that makes your worry or nervous. Tension is
the opposite of relaxation. People will automatically help other
people remove their tension. Would you like a drink of water?
Please, sit down here? Are you hungry? If your deep needs are
threatened (t i ) you will d j t about anything t relieve th
th t d (tension) ill do just b t thi to li the
pressure or strain. You will protect yourself to relieve the tension of
another person pointing a weapon at you. Under tension you
cannot trust easily. Under tension you feel like someone is pointing
a weapon at you, trying to get you fired, the cop is following you.
Tension is an apprehension of things to come.

Trust

Trust is everything good. Trust is gold, not silver. Trust is your future
and you always look for it. Trust is the true confidence builder. If
you trust another person you will accept that person inside of
everything you think and feel. When you trust another person you
open yourself up to every vulnerability. In sociology and psychology
the degree t which one party t t another i a measure of b li f
th d to hi h t trusts th is f belief
in the honesty, fairness, or benevolence of another party. The term
"confidence" is more appropriate for a belief in the competence of
the other party. Based on the most recent research, a failure in trust
may be forgiven more easily if it is interpreted as a failure of
competence rather than a lack of benevolence or honesty

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